Manager, Sales Development
snowflake
Manager, Sales Development
workato· Office of GTM
About this role
About Workato
Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com
Why join us?
Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.
But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.
If this sounds right up your alley, please submit an application. We look forward to getting to know you!
Also, feel free to check out why:
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Business Insider named us an “enterprise startup to bet your career on”
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Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world
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Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
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Quartz ranked us the #1 best company for remote workers
Responsibilities
Workato is looking for a manager who can take our talented EMEA SDR team to the next level. Not just by managing activity, but by rebuilding how we find and create pipeline in an AI-first buying environment. Outbound has changed: buyers are harder to interrupt, signal-based prospecting has replaced spray-and-pray, and AI tools now do in minutes what used to take an SDR a full day of research. We need a leader who has already adapted to that shift and can bring the team with them.
You'll own the strategy, performance, and culture of the EMEA SDR org, reporting to the Senior Director, EMEA Growth Marketing, and working closely with regional sales leaders, marketing, Account Executives to build a predictable, scalable pipeline engine, while developing the next generation of Workato Account Executives.
What You'll Do
Team leadership & development
- Recruit, coach, and manage the EMEA team of SDRs; build a strong bench for promotion into Account Executive roles
- Build and continuously refine a structured onboarding and ramp program that gets new SDRs to full productivity faster
- Use call recordings, sequence performance, and CRM activity data to drive targeted, individualized coaching rather than generic training
AI-driven pipeline generation
- Design and evolve outbound strategies that combine intent data, buyer signals, and AI-powered prospecting and research tools to prioritize the right accounts at the right moment, rather than working static lead lists
- Partner with RevOps/Sales Ops to ensure intent, enrichment, and engagement data flow cleanly into Salesforce and Outreach so the team is always acting on the freshest signal
Cross-functional GTM strategy
- Partner with marketing to translate campaigns, ICP, and positioning into outbound messaging and multi-touch sequences that convert
- Work with regional sales leaders and AEs to tighten SDR-to-opportunity handoff and improve conversion rates through the funnel
Operating Rigor & Reporting
- Own team quota: monthly, quarterly, and annual targets
- Report on pipeline metrics, trends, and forecasted headcount needs to leadership
- Build dashboards and processes that make performance and pipeline health visible in real time, not just in QBRs
Requirements
Qualifications / Experience / Technical Skills
- 3-5 years of being an SDR / BDR Manager, OR having similar experience, ideally in B2B Technology
- Experience successfully managing entry level salespeople to achieve performance goals
- Proven track record of consistently exceeding against quota and outlined metrics
- Proven ability to be a strong coach
- Strong experience working with Salesforce.com, Outreach.io, and SDR business intelligence tools, or similar.
- Strong ability to conduct analysis and make decisions based on data
- A competitive & resilient growth mindset
Soft Skills / Personal Characteristics
- Excellent communication, interpersonal, and organizational skills
- A bias-for-action type person who hates letting broken things stay that way
- Strong ability to conduct analysis and make decisions based on data
- A competitive & resilient growth mindset
(REQ ID: 2954)
Frequently Asked Questions
Is the salary disclosed for the Manager, Sales Development position at workato?
The salary for this Manager, Sales Development role at workato is not publicly listed. Click "Apply Now" to learn more about the compensation package on their official careers page.
Where is the Manager, Sales Development position at workato located?
This Manager, Sales Development role at workato is based in Dublin, Ireland. The position is listed as on-site or hybrid. Check the full job description or apply directly to confirm the work arrangement.
Which team or department does the Manager, Sales Development at workato belong to?
This Manager, Sales Development position is part of the Office of GTM department at workato. See the full job description for more information about the team structure and responsibilities.
How do I apply for the Manager, Sales Development position at workato?
Click the "Apply Now" button on this page. You will be redirected to workato's official application portal hosted on greenhouse where you can submit your application directly.
When was the Manager, Sales Development job at workato posted?
This Manager, Sales Development position at workato was posted on Aug 28, 2026. Apply as soon as possible — early applications are often reviewed first.
Manager, Sales Development
workato
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